We’re all familiar with sales and marketing: Sales converts customers for a business, and then marketing makes sure to spread positive, welcome news about our products or services. And most of the time we do Read more…
Communication is an instrumental part in our life. But we just don’t communicate with our mouth. Active listening is necessary on how effective we communicate—not only in sales but also in life. Even though our Read more…
First of all, “I’m too busy” is not an objection. When a prospect/customer says “They’re too busy” they simply mean that you are not a priority. And you know what? They probably are busy—especially the construction industry.
Summer is here, and if you call on construction companies, you are now heading into their busiest season. So, how do you handle “I’m too busy?”
Here are some suggestions: (more…)
Cold Calling is outdated. You’ve heard the phrase “work smarter not harder” right? But for some reason, sales leaders preach the quantity over the quality approach when numbers aren’t trending in their favor.
For years, Cold Calling has been the measuring stick for sales activity and consequently the birth of the sales cliché "Activity drives results!" No it doesn’t. The right activity drives results!
If sales professionals were not hitting their numbers the solution was COLD CALLING. So what's cold calling? Let's look further: (more…)
Theo Epstein did it again. In 2004, he ended the “Curse of the Bambino” and now with the Cubs winning the World Series, he just ended the longest drought in professional sports (in fact 108 years). Just how did he do it? Listen to what Cubs owner Tom Ricketts said about Theo: “He made sure I knew right away it wasn’t about one person. It was about the organization. We talked about how you treat people and the right people will create success. It takes time. It won’t come overnight. He’s honest with everybody everywhere he goes.” It’s all about the organization and people. Can you imagine the Red Sox or Cubs parting ways with Theo after 1 year or even 3 years of hiring him? So, here is some sales leader advice that will help any organization become successful: (more…)
Whether you’re in retail or outside sales, your customers/prospects go through an internal process during a sales encounter. As you present your product or service to your customer, they are observing your body language, communication style, listening skills (or lack of), knowledge of what you’re selling, and most importantly how your product/service will make their lives better.
Sometimes we as sales people are not as prepared as we should be or we start shooting from the hip if we don’t know the answer. Falling into the trap of not listening or asking questions we already know the answers to is another buzz killer during the sales call. So here are 3 internal questions customers ask themselves during your sales encounter: (more…)
Well, you’re at pricing. You’ve presented your product or solution. You’ve discussed the pricing and terms when you hear the infamous saying: “Let me think about it.” If you’re in sales, you know how this feels when those words come out of a prospect’s mouth. Objections can be summarized into two categories: Usage and Value (but that’s another topic for another time). But you know what? In my experience the “Let me think about it” is only a bad thing if it happens every sales call. Some people really do have to think about it. Let's dive in further.(more…)